Negotiations Exercices

NEGOTIATIONS EXERCICES
1. Match the definitions (a–h) with the vocabulary (1–8).
Vocabulary Definitions Negotiating

1. to clash a. a situation where people work together to
2. to get your (own) way achieve the same thing
3. to compromise b. the capacity to make a profit
4. collaboration c. a wrong idea that is based on a failure to
5. a misconception understand a situation
6. a foundation d. to get what you want, even though other
7. profitability people disagree
8. a quarrel e. to reduce your demands in order to reach
an agreement
f. an argument
g. to be in conflict
h. a base or starting point
2. Think of a situation in which at least three of these definitions could be used
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Negotiating
There is often a misconception that negotiating is about insisting on our point of view to get our own
way. Conversely, others assume that negotiation is all about compromise and that we have to be
ready to forget 50 percent of what we want.
But thinking of negotiating as either insisting or compromising can damage relationships and leave
both sides feeling as if they’ve lost. Collaboration is the key to negotiating successfully.
Read the following example of negotiation :

Joey and Jenny are arguing over an orange. In a win–lose situation, Joey might simply take the orange
from Jenny. Joey would then be satisfied but Jenny would be upset and frustrated. Alternatively, Joey
might find dishonest ways of convincing Jenny that she didn’t want that orange after all. Using this
method, Joey might get his way, but he might damage their relationship in the long run.
If they focus on compromise, Joey and Jenny might decide to cut the orange in half. Their effort to
share means that each of them now has half of what they wanted but neither of them is fully
satisfied.
However, if Joey and Jenny spent some time talking to each other, they might find out that Jenny in
fact wants the orange peel to make a cake. Joey, on the other hand, loves eating oranges and doesn’t
want the peel. In this collaborative scenario, Joey and Jenny are both able to achieve 100 percent
satisfaction when they realize that Jenny can have all the peel and Joey all the fruit. Yet, according to
Fisher and Ury, too many negotiations end up with half an orange for each side instead of the whole
fruit for one and the whole peel for the other.
Conclusion :
One person’s ‘win’ doesn’t have to equal another person’s loss. Exploring the interests and needs
of both parties can help us see solutions we didn’t consider before.
Here are five things we can do to collaborate when negotiating.

1. Know your objectives.
What are your interests in this? Make a list of the results you’d like to achieve. What are your
priorities? Remember that maintaining a good relationship might be one of your objectives.
2. Separate the people from the issue.
Understand the difference between the content of the negotiation and the people who are
negotiating. Try to be objective and manage your negative emotions.
3. Ask questions and listen.
Some people enter a negotiation prepared with a speech about what they want. But as seen in the
Orange Quarrel, it is important to also understand your negotiation partner’s interests and
objectives. So, ask questions, listen and get an overview of everyone’s situation.
4. Find shared interests.
How different are your interests from your negotiating partner’s? Get to know which interests clash
and which ones are shared. An understanding of shared interests will help you see this as an
opportunity to work together rather than a competitive situation.
5. Look at creative options.
The first solution you think of, for example splitting the orange in half, might not always be the best
one. Think creatively and discuss different alternatives that might work for everyone.
Task 1
Match the situation (1–3) with the type of negotiation (a–c).
Situation
1. Joey takes the whole orange and Jenny gets nothing.
2. Joey and Jenny split the orange and each of them gets half.
3. Joey and Jenny find out that they each need different parts of the orange. Jenny takes the
peel and Joey takes the fruit.
Types of negotiations
a. Negotiating by compromise
b. Win–lose negotiation
c. Collaborative negotiation
Task 2
Are these sentences true or false?
1. Negotiating is about how we can insist on our point of view and get what we want.
2. If we don’t want to compromise, then we can’t negotiate.
3. The moral of the Orange Quarrel is that both sides can achieve 100 percent satisfaction if
they understand each other’s needs and think creatively.
4. One objective in negotiation could be to keep a good relationship with the negotiation
partner.
5. We should spend most of our negotiation time telling others about what we want.
6. It is important to understand which of your objectives are shared with the other party as well
as which objectives could be in conflict.
7. We might have the same goals and objectives as our negotiation partner.
8. We should follow our instincts and take the first solution that comes to mind.

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NEGOTIATIONS EXERCICES

1. Match the definitions (a–h) with the vocabulary (1–8).

Vocabulary Definitions Negotiating

2. Think of a situation in which at least three of these definitions could be used

Read the following example of negotiation :

Here are five things we can do to collaborate when negotiating.

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